In a B2B landscape, where many sales teams continue to come under RoI scrutiny ( a common scenario since the GFC , 10 years ago), an old outdated paradigm seems to be hanging on longer and better than it deserves. Single point or single face Account Management. The notion that the sales exec is the […]
Monthly bulletin – Sales team optimisation
“Sell the benefits not the features!”…..but are you REALLY making the emotional connection? Selling features-advantages-benefits has been around since Noah came off The Ark. There can’t be a B2B sales exec around who has not been exposed to some sort of FAB training. But couching the benefit in a way that truly and uniquely connects […]
Follow along with the accompanying power point presentation and video clips as Glenn and the specialist panel discuss the topic : Sales team size and structure …Is it better to have specialist hunters vs farmers – or hybrids?
Here's the content from the original presentation: Download the PDF file .
Many of us have found ourselves in the position , selling a technical service , where the successful sales exec (hunter) needs a prerequisite level of technical and industry knowledge that does not come with a crash induction course. When and how do you justify the addition of another such BDM, with the cost and […]
Here’s the content from the original presentation:
How do we compare on sales team RoI? Run a very simple litmus test: Take the total revenue budget that you hold the sales team responsible for delivering Apply a cost-of-goods gross margin conversion ($GM) Take your total cost to company to fully mobilise the sales team (fully loaded including– wages, super, car, travel disbursements, […]
Four meaty conversations with Heads of Sales last week provoked me to lament that many such sales leaders continue to struggle to reinvent the function of their sales teams to address the permanent change in their customer relationship world, at this time, now approaching 10 years since the GFC effected that change. The four chats […]
Sherlock Tomes, back on the case with tomes of writings for your glossary of sales team optimisation definitions. After last month’s installment, one punter asked me the difference between sales team optimisation and sales optimisation. Good question. Well not all sales organisations possess a sales team to execute their sales function and process. Think about […]
As a disciple of the church of sales science…………I have to confess that I am as guilty as that other one over there for using jargon when communicating on my topic of great passion……….. sales team productivity and return on investment (see…….I told you so!). I would like to boast that I created all the […]